On the Spot

August 26, 2020

Caroline’s commentary on Spotlight’s AR football team vs the MQ

When we recorded this video, 2020 seemed like it was going to be a typical year. As of now, the 2020 football season is still on the table, but the offseason certainly came with its ...

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Case studies,Insights-Driven AR

August 20, 2020

Case study: Creating initiatives and metrics from the Forrester Wave insights

When the evaluation report in your category publishes – especially if the dot placement was less than ideal – it can be really tempting to immediately update the analyst on all the things you think they ...

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Insights-Driven AR

August 13, 2020

Insights-driven analyst relations metrics you can control

Too often, the AR channel gets the perception of just being in charge of the company’s dot placement on the next Magic Quadrant or Forrester Wave. When in reality, AR pros do so much strategic ...

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Insights-Driven AR

August 5, 2020

Measuring analyst relations through analyst insights

Insights-Driven AR is an approach to analyst relations that has benefits for everyone in AR as well as the broader business. Personally, one of my favorite aspects of this approach is how it empowers the ...

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Best practices,Insights-Driven AR

July 28, 2020

Annual analyst relations planning: why it’s critical

Why create an annual AR plan? Annual planning is the backbone of a mature AR program as it enables a thoughtful, coordinated foundation for activities throughout the year. Annual AR plans are intended to ensure ...

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Insights-Driven AR

July 21, 2020

Taking action on analyst insights

Analyst relations planning is a staple of our jobs as AR pros, but it can be tricky making the most of the limited interactions we actually have with analysts. Every interaction with an analyst has ...

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Best practices,Insights-Driven AR

July 15, 2020

Using analyst perception audits to answer common AR questions

As AR pros we often get pressure from our key stakeholders for insights into how our key analysts feel about us, especially compared to our competitors. We get questions ranging from how our messaging is ...

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Insights-Driven AR

July 9, 2020

Analysts’ feedback – what to do with misperceptions and fair feedback

When we systematically capture and analyze analysts’ feedback, we’re bound to see themes emerge. In the simplest sense, analysts’ feedback can often be a misperception of your business, product, or service or it could be ...

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On the Spot

July 6, 2020

Jeff’s strategies for honest conversations with senior leaders

Earlier this year, I sat down with Jeff Harris, Client Executive to ask him about his role at Spotlight. Jeff shared why it’s important to him to build strong relationships with senior executives and how ...

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Insights-Driven AR

June 29, 2020

Three tips for creating great AR plans from analyst insights

Analysts prefer to be briefed 3-5 times a year, or as often as relevant, which means those interactions have to count. Inquiries and advisory days are other opportunities to hear from analysts, but the investment ...

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